Revenue Operations Analyst
OPENLANE
PythonSQLTableau
Senior Director, Revenue Strategy, Planning and Analytics
Invoca
full-time
Posted on:
Location Type: Remote
Location: Remote • 🇺🇸 United States
Visit company websiteSalary
💰 $160,000 - $206,000 per year
Job Level
Senior
Tech Stack
Amazon RedshiftSFDCTableau
About the role
- Lead end-to-end GTM planning processes across Sales and Customer Success — including booking target setting, quota design, and headcount alignment
- Own forecast methodology and accountability frameworks for Sales and Customer Success leadership, ensuring consistency across pipeline stages, forecast categories, and conversion logic
- Partner with Finance to align on revenue plan modeling, targets, and performance trends across segments and roles
- Drive annual planning and scenario modeling for revenue growth, territory structures, and compensation investment
- Design and manage compensation plans for Sales and Customer Success teams, including plan mechanics, modeling, SPIFFs, and OTE alignment
- Align quota-setting frameworks with booking targets and capacity assumptions across all GTM roles
- Serve as the bridge between RevOps, Finance, HR, and Sales/Customer Success leadership on all comp plan and quota-related initiatives
- Ensure comp governance, incentive plan documentation, and performance measurement consistency
- Oversee analytics and reporting across the entire GTM motion: funnel conversion, sales productivity, and CS retention/expansion performance
- Build and manage strategic dashboards, KPI scorecards, and performance metrics to inform decisions across Sales, CS, and Marketing leadership
- Deliver executive-ready insights for QBRs, board decks, and weekly business reviews
- Partner with BI and RevTech teams to maintain data hygiene, ensure consistency, and optimize self-serve reporting
- Lead the Deal Desk function, managing custom pricing, non-standard terms, discount governance, and quote-to-close execution
- Partner with Legal, Finance, and Sales leadership on deal structure, margin protection, and policy alignment
- Enforce deal policies and pricing guidelines while enabling deal velocity and competitive positioning
- Track and report on deal desk performance, policy exceptions, and margin trends
- Directly manage a high-impact team
- Drive alignment across leadership stakeholders to support seamless GTM execution
- Establish operating rhythms for planning cycles, forecast reviews, and compensation cycles
Requirements
- 12+ years of experience in Revenue Operations, GTM Strategy, BizOps, or FP&A roles within a high-growth B2B SaaS company
- 5+ years of experience building and managing high-performing, cross-functional teams
- Strong cross-functional leadership skills, with a track record of aligning senior stakeholders across Sales, CS, Marketing, Finance, and Legal
- Deep understanding of the GTM funnel and performance drivers across segments
- Hands-on experience with Salesforce, Clari, Tableau, Excel/Sheets; bonus if familiar with SFDC CPQ, compensation tools, BI platforms
- Proven success leading strategic planning, comp/quota modeling, forecasting, and deal desk functions at scale
- Deep analytical acumen and comfort navigating complex data across multiple systems (e.g., Salesforce, Clari, Tableau, Redshift, etc.)
- Strong project management and prioritization skills in fast-paced, high-growth environments
- Experience building cross-functional operating rhythms (QBRs, forecast reviews, OKR check-ins, board reporting)
Benefits
- Flexible Time Off – We encourage a healthy work-life balance. Our flexible paid time off policy allows you to recharge and take time away as needed.
- Paid Holidays – Invoca provides 16 U.S. paid holidays, including a winter break, giving you ample opportunity to refresh and spend time with friends and family.
- Health Benefits – Our healthcare program includes medical, dental, and vision coverage, with multiple plan options so you can choose what works best for you and your family. Fertility assistance is also included.
- Retirement – Invoca offers a 401(k) plan through Fidelity with a company match of up to 4%.
- Stock Options – All employees are invited to share in Invoca’s success through stock options.
- Mental Health Program – Well-being support on a broad range of issues is available through our SpringHealth program.
- Paid Family Leave – Up to 6 weeks of 100% paid leave is provided for baby bonding, adoption, and caring for family members.
- Paid Medical Leave – Up to 12 weeks of 100% paid leave is provided for childbirth and medical needs.
- InVacation – As a thank-you to our long-term team members, we offer a bonus after 7 years of service.
- Wellness Subsidy – We provide a subsidy that can be applied toward gym memberships, fitness classes, and more.
Applicant Tracking System Keywords
Tip: use these terms in your resume and cover letter to boost ATS matches.
Hard skills
Revenue OperationsGTM StrategyBizOpsFP&Acompensation modelingforecastingdeal desk managementdata analysisperformance measurementquota design
Soft skills
cross-functional leadershipstakeholder alignmentproject managementprioritizationteam managementstrategic planninganalytical acumencommunicationcollaborationexecutive presentation
